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Prospecting for Bankers: How to Ask for Referrals

  
  
  
 

 

 

Getting referrals from satisfied customers is the best way to get in the door with prospects. If you're not sure how to ask a customer for help in your prospecting efforts, here are several approaches.

1. You have just finished resolving a problem for your customer Jack Smith. He thanks you for your help and you respond:

"I'm glad I could help you out. If you have minute I could use some help too. (Wait for a response.) Over the last few months I‘ve been working to build my customer base. To get things moving I built a prospect list of 20 names of businesses in the area that would be a good match for me and the bank. As you know, getting in front of good prospects is tough going. Would you be willing to take a minute and look over my list? Any insights or help you could give me would be a great help."

2. You have just finished closing a loan or completing a cash management installation for your customer Jane Doe. She thanks you for all your help and you respond:

"If you have minute I was hoping you could help me out on a project I've been working on." (Wait for a response.) Over the last few months I‘ve been focusing on building my customer base. To get things moving I built a prospect list of 20 names of businesses in the area that would be a good fit for me given my background and expertise. Since you've been doing business in the area for over a decade I thought you might know some of the businesses on my prospect list. Would you be willing to take a minute and look over my list? I would be grateful for any insights or help you could provide."

3. You have just completed a third call on a prospect. This call and the previous call s on this prospect have been very well received. At the end of the call the prospect thanks you for some of the ideas you discussed on the call. You decide to ask him for a referral.

"Do you have another minute? I could use some help with my prospecting. (Wait for a positive response.) At the beginning of the year I made a personal goal to bring in 10 new customers this year. I consistently maintain a prospect list of 30 names of businesses in the area that I would like to have as customers. Since you have an extensive network here I thought you might know some of the businesses on my prospect list. Would you be willing to take a minute and look over my list? I would be grateful for any insights or help you could provide."

Remember that you have to earn referrals first. But if you've done that, don't be bashful about asking for help! It's often the quickest way to sales results for bankers.

For more information on asking customers for referrals, visit our website at www.mzbierlyconsulting.com or call 610-296-4772.

Comments

great segues. they were soft, natural and polite
Posted @ Thursday, March 18, 2010 8:20 AM by susan lersch
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